Communicating exceptionally well with other realtors and clients is fundamental when working in the real estate industry… A real estate agent’s ability to communicate effectively with all involved parties can easily make or break a transaction. Practicing better ways of communicating can help to mitigate problems that arise and stop issues from occurring altogether. Being able to understand what a client is trying to communicate to you is just as important as what you are trying to tell them. The saying, “to sell ‘em, you gotta ‘tell ‘em”, emphasizes how important being able to communicate effectively to your clients is to ensure smooth transactions.
Trust, love and communication are said to be the main ingredients in a healthy romantic relationship with a significant other; with clients, it’s trust, empathy and communication that are needed for a professional working relationship. Being able to relate to clients and share commonalities makes you more relatable, and ultimately makes them feel as if they can trust you more than they otherwise would. In a romantic relationship, if you do not express to your significant other what it is that you want, because they cannot read your mind, it can take them a long amount of time to figure out what it is that you want. The same goes for communication in a professional realtor-client relationship. If you are not able to ask questions to see what it is that your client wants, or if they are not comfortable telling you what they are looking for, the relationship will not be a successful one. In this case, it is not the client’s responsibility to vocalize what they need, it is yours! You will run into many clients who are quiet and expect you to read their minds, and as a great agent, you need to always do your best to do so while of course encouraging two-way conversation.
First impressions are always important when meeting potential clients. Being able to carry yourself with a professional demeanor will help you land clients. No one wants to work with a realtor that does not come prepared, does not dress appropriately and professionally and does not seem well trained. Well-spoken realtors who can communicate confidently with their clients and comprehend what it is their clients desire are the agents who thrive and succeed in this industry. Always be confident in what you have to say, and pay special attention to being a good listener. Not merely part of a healthy two-way conversation, good listening skills include always answering your phone and sending thoughtful responses to emails. Showing positivity and enthusiasm in not only your words, but your emails, too, are traits that real estate agents should always employ. The home buying experience is often new, exciting and confusing to most people, so by creating a positive experience from the very beginning, your clients will more easily trust you, possibly use you again and refer you to others.
In the world of real estate, knowledge is power. When you have your research done and you come to client meetings prepared, you will naturally feel more confident in what you are saying and your clients will feed off of your energy. Always think about what your clients may ask you ahead of time and think of follow up answers that you can give them. You never want to be stumped during a meeting, because no matter what you say, you’ll come off as ill prepared and your clients will see right through whatever you are saying.
As touched on before, some clients may be more vocal about their expectations than others; for the ones that know what they want, your job is very straightforward. Always show positive emotions towards what they are saying and be sure to confirm that you are able to deliver what they are asking for. Always give them updates along the way, too. Over-communicating is never a problem with it comes to clients who are a bit more expectant and very vocal with what they’d like to happen. The fact that you are working on something for them and, as a result, providing them with constant updates will be very much appreciated and never overlooked by this type of client.
Being a good listener and empathetic is also a vital skill to master that will come through in your dialogue. Clients are looking to hire a realtor that can listen to what they are looking for and answer their questions thoroughly. Sometimes clients need to be guided in the right direction, especially first time homebuyers. Because the process of purchasing a home is not everyone’s area of expertise, it is refreshing when a client asks his or her agent a question and the agent is able to answer the question directly, honestly and quickly. By diligently listening to what your client is asking for, you are not only showing them that you are interested and respect them, but you are also getting a step closer to figuring out what they need. For clients, being able to relate to their agent is an enormous plus; it feels more like doing business with a friend, which is less nerve wracking than with a stranger. When clients talk about their families or possibly struggles they have recently faced, it is always nice for the agent to be able to show an empathetic side. This helps tremendously with trust and can be a genuine way to connect. Also pay attention to each morsel of information that a client unknowingly feeds you. If they mention that they have multiple children, it is important to show them homes with yards and multiple bedrooms. Make your dialogue be evocative of the fact that you relate to your client and care about them. Always pay attention to these small details they tell you and use them to whatever advantage you can.
Although most people think about verbal communication as common knowledge, because they do it everyday, this is not always the case. Almost everyone could benefit from evaluating how they communicate in an effort to be more strategic about how they speak and how their words are perceived. Showing your clients that they can trust you while empathizing with them and being confident in your work are all ingredients for effective communication, and thus a positive relationship with your client.